Your positioning statement, elevator pitch, brand story, whatever you want to call it, should be doing a lot of heavy lifting for you. But there are 2 very short words that always weaken your positioning. (And I know some folks … Read More
psychology
Positioning is a lever for consultants to make sales and marketing easier
Levers are one of the basic machines you may have learned about way back in high school physics. Or, if you go back even further, the see-saw on the playground provides a visceral appreciation of leverage. If you sit further … Read More
The secret 2 step sales process to get consulting clients: it’s not quantum mechanics!
Some consultants, especially when they are uncomfortable with the sales and marketing side of running their own practice, have a tendency to make sales more complicated than necessary. They buy lots of books, take classes, implement enterprise-level CRMs, etc. (So … Read More
Use AI to make you more human, not less
A lot of excitement about AI for consultants is about creating content and trying to automate relationships. But speaking (out loud or in written form) is not the same as communicating. And communicating is not the same as connecting. If … Read More
21 Day Independence Day Challenge
Does your positioning do most of the sales and marketing work for you? Or do you have to slog to get leads and then try to close them? When your positioning is doing the work for you, you have easier … Read More
How to choose between 2 consulting niches
When I ask people who their ideal client is, I often get answers like, “I serve a lot of different people/companies/industries.” That’s fine, but I wasn’t asking who you could conceivably serve– your Possible Client Profile (PCP, which is a … Read More
I know what I’m supposed to be doing, I’m just not doing it…
Ever been in that situation before? (Like how I was supposed to write this post a week ago, but somehow didn’t.) I’ve noticed 2 major issues when I’m having trouble getting started on something. A lot of folks make some … Read More
As a solo consultant, you don’t have time for a wide sales and marketing funnel
If you’re worried about where and when you’ll find your next client, the natural reaction is to look in more places– to go broader, and create a wider sales and marketing funnel. Unfortunately, this is like the snowboarder who starts … Read More
Have you tapped into your most powerful marketing asset?
No matter what you have to say about your services, you can never compete with your most powerful marketing asset– your clients’ own stories, in the form of case studies or testimonials. Are you using this asset? Does your website … Read More
Ways to define your ideal consulting client
If you don’t know who your ideal consulting clients are, how will you work with them? Not knowing your ideal client profile, and not therefore not being able to position yourself and your services to your ideal client, is the … Read More